MBA Assignment Question Bank

B2B Marketing
Q1. As a manufacturer of CCTV camera, prepare Segmentation, Targeting &

Positioning strategy for the same. (10 Marks)
Ans: Buy this solution
Q2. An automobile component OEM manufacturing alternators has appointed
your advertising agency to design the promotional strategy for their product. You
are required to prepare a marketing communication campaign & select
appropriate media vehicle for the same keeping in mind the target audience. (10
Marks)
Q3. Read the following Case & solve the questions given:
Unique Chemicals is currently in the business in B2B segment & are involved in
marketing & selling chemicals and equipments that are required for cleaning in
the hospitality industry.
Their major clientele comprises of 5 star & 3 star hotels, restaurants, hospitals &
corporate.
The Managing Director of the company is currently facing a challenge of
sustaining the clients as there is cut throat competition.
One of the major & loyal clients (XYZ )of Unique Chemicals in the hotel industry
has discontinued purchase of supplies from them as a competitor has
approached XYZ & has offered all the supplies at a throw away price as
compared to what Unique Chemicals offers.
There was no communication from XYZ regarding this change. Since there were
no orders from XYZ, Unique Chemicals approached XYZ & got the
communication that they have changed the vendor.
Questions:
a. Suggest strategy which should be adopted by Unique Chemicals to acquire
business from XYZ. (5 Marks)
b. Recommend a promotional strategy to be adopted by Unique Chemicals in
general. (5 Marks)
Brand Management
Q1. Name any 3 brands which you believe have achieved Brand Resonance.
Explain how these brands have succeeded in winning over heads and hearts of
their customers (10 Marks)
Q2. Comment on any three brand logo changes recently done. Why and when
should any brand change its logo? (10 Marks)
Q3. Patanjali Ayurved has been a surprise and a fast growing entrant in the field
of FMCG Products. Beginning with Ayurvedic medicines it has increased its
footprint into consumer goods including even packaged noodles and biscuits.
Kindly answer the following:
a. Why has Patanjali grown so fast as a Brand? (5 Marks)
b. How can competitors brace the onslaught of Patanjali in their respective

categories? (5 Marks)
Business Ethics, Governance & Risk
Q1. Mr. Abhay Sharma, M.D. Fresh Drinks Ltd., was looking at the AD
Punchline created by his product manager Robin Singh. He was taken aback by
the claim that their new product Vital-mix energy drink is The finest fitness
plan for health real fruit and no sugar. Robin Singh, the product manager, was
little uneasy when asked by his M.D. as to how we can claim Finest health plan
drink when they know that there are preservatives and permissive food colours.
Robin defended by saying that all cream and cosmetics advertisements, also
make similar claims as a way of communicating dominance of their brands. What
ethical advice you will give to Mr. Abhay Sharma to develop a persuasive
advertisement, without compromising on the ethical aspects of commercial
advertising? (10 Marks)
Q2. Avantika, a top graduate from Georgetown in Social Sciences, has applied to
Swirl Shades Ltd. for a management position. The CEO was questioned by other
panel members after the interview regarding the necessity to hire Avantika, as
she is a black woman with unpleasant personality. But because of her
outstanding academic records, the CEO wants to select her. Do you think it is
ethical to hire Avantika? Why or Why not?
Q3. Rohit Taneja was a human resource manager reporting to the President of
Human Resource Management, of a multinational company. One of his tasks was
to administer the psychometric test and maintain the assessment profiles of all
senior executives. The Executive Committee of the Board of Directors decided to
start the succession planning process and hence requested for a summarized
profile on each senior executive. Rohit Taneja asked the consulting firm who had
carried out the original assessment to prepare the summary as it would help to
avoid misinterpretation. The consulting firm prepared the summaries and sent
them to the President of Human Resource Management for review. The president
handed them to Rohit Taneja, who was to compile and prepare the final report
for the Executive Committee. But, the next week, some revised summaries came
from the President. He had made major changes to the consultants summaries.
On one summary, for example, the President had altered high potential to low
potential. Rohit was shocked at the changes. The modifications violated his
sense of ethics, but he was frightened that by questioning them, his job and
future can get in trouble.
a) What would you have done if you were Rohit? Why? (5 Marks)
b) If the employees get to know about the entire case what would be its impact
on the organization and its employees? (5 Marks)
Business Law
Q1) Miss Shweta started a new business of grocery. She get an order from Mr.
Varun to deliver certain products, but rest of the information like time, place etc.
of delivery were not communicated by Mr. Varun. There are certain rules which
every buyer and seller should follow so as to complete the process of delivery of
goods. Discuss, those rules of delivery of goods, (with example for each rule),
which both have to keep in mind, as per the Sales of Goods Act 1930. (10
marks)
Q2) A contract is not valid unless and until all the essential elements necessary
to make a valid contract are not present. Elaborate. (10 marks)
Q3) You purchased a new brand, first hand, LG refrigerator costing Rs 80000
from Ammar Sales. Later you came to know that the refrigerator is not a fresh
piece but instead a renovated, an old refrigerator reconditioned as new one.
I. As a consumer, discuss the rights you will have, as per the Consumer
protection Act 1986. (5 Marks)
II. If you want to lodge a complaint discuss how and where to file a complaint?
(5 Marks )
Business Statistics
Q1. Explain the calculation and utility of standard deviation and standard score
(Z) with an example for each. (10 marks)
Q2. The student scores in an examination are 25, 30, 35, 36, 40, 44, 46, 54, 64,
75, 65, 60, 80, 85, 90, 95, 46, 50, 65, 50. The daily pocket money (in Rs.) for
the same students (respectively) are 100, 120, 125, 150, 150, 150, 150, 200,
200, 150, 200, 250, 300, 250, 500, 250, 300, 500, 400, 500.
Find the following:- Pearsons Correlation coefficient, Regression of scores on
pocket money, Regression of pocket money on scores. (10 marks)
Q3. (a) Explain Bayes Theorem with an example. Is it applicable in case of
independent events? (5 marks)
Q3. (b) Two cards were drawn, without replacement, from a pack of 52 cards.
What is the probability that they are both Aces? What is the probability for the
same case if the cards were drawn with replacement?
Business Statistics
Q1. Differentiate between correlation and regression. Explain with suitable
example using data. (10 Marks)
Q2. You want to find a measure of central tendency for income of persons who
have boarded a particular train on a particular date at the originating station.
What measure will you use and why? What measure will you choose for
dispersion and why? (10 marks)
Q3 A): Distinguish between independence of events and mutual exclusivity of
events with the help of example. (5 marks)
Q3 B): In how many ways can the letters of the word MADAM be rearranged?
(5 marks)
Capital Market and Portfolio Management
Q1. An investor invests his funds in ratio of 7:3 in assets A and B respectively.
Given the following information calculate the expected return, variance and
standard deviation of the two asset portfolio. (4+3+3=10 marks)
a) Expected return of asset A is 15%
b) Expected return of asset B is 9%
c) Standard deviation of asset A is 20%
d) Standard deviation of asset B is 10%
e) Covariance of asset A and B is 0.0025
Q2. The rates of return on the security of company XYZ and market portfolio for
4 periods are given below:
Period
Return of Security XYZ
Return on Market Portfolio
1
25
21
2
21
19
3
18
20
4
12
18
5
10
15
Calculate the Beta of the stock XYZ. (10 marks)
Q3. SBI and HDFC are two mutual funds. SBI has observed return of 12% and
fund HDFC has observed return of 15%. HDFC has a beta of 0.8 and SBI has a
beta of 1.5.
The respective standard deviations are 16% of SBI and 20% of HDFC. The mean
return for market index is 11%, while the risk-free return is 10%.
a) Calculate Treynor ratio for each of the funds (5 marks)
b) Calculate the Sharpe ratio for each of the funds (5 marks)
Commercial Banking System and Role of RBI
Q1. Monitoring of advances should be done in pre disbursal stage and post
disbursal stage to avoid loans becoming NPA. King Fisher Airlines owes 7000
crores to 18 banks/financial institution and the loan has been classified as NPA.
What went wrong? Discuss from the angle of pre sanction appraisal and post
sanction monitoring. (Marks 10)
Q2. Under ALM , the liquidity position of a bank is measured on an ongoing basis
using structural liquidity statement. Below is the structural liquidity statement of
a bank. Calculate cumulative surplus or deficit of funds as a % of total outflow.
(Gap, cumulative Gap and % of Gap on Total outflow)
Residual Maturity profile of assets and liabilities (Maturity ladder)
Q3. Calculate Working capital with the given details

a) By Operating Cycle Method (5 marks)
Data given:
Procurement of raw material: 30 days
Conversion/process time: 20 days
Average time of holding of finished goods: 10 days
Average collection period : 60 days
Total operating expenses per annum : Rs.60 lacs
Total turnover per annum : Rs.70 lacs
b) By Drawing Power Method. (5 marks)
Data given:
Value of paid stock = 4 lacs
Margin on stock = 25%
Value of Semi-finished goods = 4 lakhs
Margin on semi finished goods = 50%
Value of Finished goods = 4 lakhs
Margin on finished goods = 25%
Value of Book Debts = 4 lakhs
Margin on book debts = 50%
Compensations and Benefits
1. It is always better to design a compensation and benefits program as per the
standards in the industry. Conducting a survey without giving due
considerations to preliminary factors is underestimation of survey tool Comment
(10 marks)
2. Application of information technology to business functions is the current

trend. Discuss the variant of Management Information System which can be
used for employee benefits program. Also point out the relationship. (10 Marks)
3. You are an established player in the Cement industry of India since last 15
years. You are planning to revise the compensation program of your company to
retain the best talent in your organization. For the same you decide to evaluate
the relative worth of the jobs performed. In this background, answer the
following questions.
a. How would you go about conducting the job evaluation process in your
company? (5 marks)
b. Do you think it is going to be a challenge to conduct job evaluation program?
If yes, what will be the challenges? (5 marks)
Consumer Behaviour
Q1. Explain in brief what consumer research is and explain in detail consumer
research process (10 Marks)
Q2. Why do you think applications of consumer Behaviour in Marketing are
crucial for marketers? Explain with an example. (10 Marks)
Q3a) Chinese company would like to enter Indian market with their low cost
washing machine. Work out a complete market research questionnaire to get the
primary data. (5 Marks)
b) Give your recommendation to the Chinese company based on availability of
secondary data. (5 Mark)
Consumer Behaviour
Q1: Indian FMCG company having good range of well established brands in
India, decided to launch packaged different fruit juices in Indian market, you as
a brand manager, help the company in deciding the process of segmentation to
launch branded fruit juice in Indian market. (10 Marks)
Q2: One of the American Fast Food chain company showing interest in entering
Indian market, you as their head of marketing help them in the process of
entering Indian market looking into Indian culture. You need to responds to this
question with specific points, keeping in mind Indian consumers and their
culture.
Q3: One of the largest international brand of Ice cream company interested in
entering Indian market, you as a head of Marketing prepare:
a) What kind of market research you would like to conduct and why? Give your
logical explanation (5 Marks)
b) Prepare an questionnaire to conduct market survey to gather primary data
from the market (5 Marks)
Corporate Finance
1. Your company wants to take benefit of a sudden opportunity to make
additional revenue. Your company wants 50 Lacs for the same . MrB, the finance
manager of the corporate suggests that it is better to arrange finance from short
term sources rather than from long term sources . State the short term sources
of finance available in the market for arranding the fund (10 Marks)
2. P Ltd is a company manufacturing water purifiers The annual demand for the
product in the India market is 250000 units. The cost of holding per unit of
water purifier is Rs100. Also the ordering cost per order is Rs 500. (10 Marks)
Calculate:
a. EOQ
b. Total Ordering Cost p.a
Q 3) The Capital structure of Alfa brothers Ltd, is as under
Equity share capital
100 Lacs
10% Debentures
50 Lacs
The sales for the year 2015 are 1 Lac units@ Rs 50p.u
Also , the variable cost p.u is 20 % of sales
Rs15 Lacs is the fixed operating cost .
Given the Income tax rate as 40 %
Calculate the
a) Financial Leverage (5 Marks )
b) Combined leverages (5 Marks )
Corporate Finance
Q1) The information about Alfa Ltd is as under- (10 Marks)
1. Sales 40 Lacs
2. Variable cost is 12 Lacs
3. Fixed Cost is 10 Lacs
4. 10000, Equity shares of Rs 100each
5. 10000, 15% Debentures of Rs 200 each
6. Fixed Operating cost 10 lacs
7. Corporate income tax rate is 40%
Calculate the following, (write formula where ever necessary)
a) EBIT
b) EPS
c) Financial Leverage
d) Operating leverage
e) Combined leverage
Solution
Q2) D& G is an MNC, operating in the Indian markets as well as in the

international markets. The company is planning to enter into a new venture
abroad thus will require a good amount of fund. The finance manager of D& G is
planning to arrange long term finance from the international market .Explain the
sources available to get the finance from the international market. (10 Marks)
Solution:
Q3) Suppose you invest Rs100000 today for a five year term plan and receives 9
% annual compound interest.
a) How much amount would you have after five years? (5 Marks)
b) How much interest on interest would you have earned during the five years?
(5 Marks)
Cost and Management Accounting

Q1. Explain the concept of Responsibility Accounting with its Centre. (10 Marks)
Q2. A factory manufacturing sewing machines has the capacity to produce 500
machines per annum. The marginal (variable cost) of each machine is Rs. 200
and each machine is sold for Rs. 250. Fixed overheads are Rs. 12,000 per
annum. Calculate the break even points for output and sales and show what
profit will result if output is 90% of capacity. (10 Marks)
Q3. Explain the following:
a. Differentiate between: (5 Marks)
i. Opportunity Cost & Actual Costs
ii. Historical Cost and Replacement Cost
b. Allocation of correct factory overheads is important for each of the functions /
departments. List down the various methods which are used for codification of
overheads Costs. (5 Marks)
Custom Shipping and Insurance
Q1: Rahul and Associates imported goods and processed the customs clearance.
However, the customs has not accepted the value declared by the importer for
assessing the duty. The goods are stuck in the customs and any delay in
clearance will incur demurrages. Kindly give your inputs to clear this
consignment immediately to avoid demurrages and what type of assessment he

can opt for and under which section of Customs Act 1962. (10 marks)
Q2: Apex Corporation has imported one consignment. At the time of clearance,
the company found that a few items got totally damaged and a few got
deteriorated. Apex Corporation cannot use these items and refused to pay duty
on the same. Kindly explain the course of action to be taken by the importer
with the customs and which section of the Customs Act 1962 gives guidance for
such clearances. (10 marks)
Q3: You have been appointed as Head of the Insurance dept of an international
trading company. One consignment has been imported by your company on FOB
basis and at the time of examination your customs broker found shortages due
to pilferage in the consignment. He has sought your advice on this clearance.
What is the section in Customs Act 1962 for Duty on pilfered goods?
a) As an Insurance dept head, what advice will you give to the Customs broker
and his action plan to handle this in the customs premises? What is the section
in Customs Act 1962 for Duty on pilfered goods (5 marks)
b) How do you propose to claim the insurance of the short landed items (5
marks)
Customer Relationship Management
Q1) You are the Chief Marketing Officer of a luxury Hospitality Hotel brand in
India. Recently a substantial chunk of your customers are shifting their loyalty
towards a rival foreign luxury hotel brand. What will you do to prevent customer
defections & maintain their loyalty with your Hotel brand? (10 marks)
Q2) You are the Branch manager of your Public sector undertaking bank, namely
ABC bank & lately, it has been reported to you that your bank branch is making
the least of profits in comparison to your competitor bank branches operating in
your area. What steps will you undertake to turnaround the fortunes of your
bank branch? How will CRM help you in this effort? (10 marks)
Q3a) An average customer has bought your branded glares titled as Go-Go
Goggles for 3 years & then stops for 6 months. Over 3 years, your average
customer has made 12 purchases. You have earned a profit per unit of Rs.3,000.
What is the lifetime of the customer? Also Calculate the LTV of the average
customer. (5 marks)
Q3b) You are the Sales Manager of a Pharma company & need to train your sales
staff about Sales Force Automation which has been recently introduced into the
company. Which aspects of application areas would you highlight in your training
program? (5 marks)
Customer Relationship Management

Q1. You are the Chief Marketing Officer of an Airline brand in India. Recently a
substantial chunk of your customers are shifting their loyalty towards a rival
Airline brand. What will you do to prevent customer defections & maintain their
loyalty with your Airline brand? (10 Marks)
Q2. You are the Head of a Private Hospital, namely Reliable Hospital & lately, it
has been reported to you that your hospital is making losses in comparison to
your competitor hospital operating in your area. What steps will you undertake
to turnaround the fortunes of your Hospital? How will CRM help you in this
effort? (10 Marks)
Q3. A) An average customer has bought your branded Jewels titled as Royal
India for 5 years & then stops for 6 months. Over 5 years, your average
customer has made 8 purchases. You have earned a profit per unit of Rs.10,000.
What is the lifetime of the customer? Also Calculate the LTV of the average
customer. (5 marks)
Q3 B) You are the Sales Manager of a Medical devices company & need to train
your sales staff about Sales Force Automation which has been recently
introduced into the company. Which aspects of application areas would you
highlight in your training program? (5 marks)
e-commerce and Cyber laws
Q1: India's mobile commerce market could balloon to $19 billion by 2019, up
850 percent from its current size of $2 billion. What are the current opportunities
and challenges that most of the Indian m-commerce companies face? With
respect to mobile retailing what measures are companies like Amazon, Flipkart,
and Snapdeal taking in order to gain competitive advantage? (10 marks)
Q2: Individuals reveal a lot of data about themselves on various social
networking sites. How do you think marketers can use this information
constructively? Give an example to support your answer.With privacy in mind,
what tips can you offer for reducing an individuals digital footprints on their
personal computers and/or online? (10 marks)
Q3: The rise of employee-owned devices and Bring Your Own Device (BYOD)
programs, which encompasses similar Bring Your Own Technology (BYOT), Bring
Your Own Phone (BYOP) and Bring Your Own PC (BYOPC) initiatives in the
workplace have dramatically transformed how companies can (or cant) control
the risks of these devices. All of them have evolved to empower workforces
through the so-called 'consumerisation of IT'. Over the years, employees have
come to expect their devices to be under little or no scrutiny from their
employer. At the same time, many major mobile operating systems are designed
in a way that restricts the visibility and enforceability of an enterprises security
capabilities.
a) What are the potential threats that an organization can face from the devices
that employees carry? (5 marks)
b) What are certain measures that organizations can take to mitigate these
threats? (5 marks)
Enterprise Resource Planning
Q1) Business Process Re-engineering (BPR) transforms the way organizations
carry out their processes and substantially provides them with gains. This can be
seen in many cases such as Hallmark Cards, Taco Bell, Capital Holding, and Bell
Atlantic to name a few. Hallmark used the theories of BPR to redefine the
process of launching new card ideas in the market. Their existing product cycle
time was three years, whereas their management wanted to reduce it to one
year, keeping the level of market dynamism in mind. Much to their surprise,
Hallmarks management realized that most of the time taken to produce a card
was spent on designing it. Idea development consumed the most time,
manpower efforts and money, contrary to managements belief that printing and
production rework consumed most time period. To address the issues of wasted
time and to spur creativity, the company grouped together people who
previously had been separated by disciplines, departments, floors, even
buildings. The upshot: Hallmark's integrated teams of artists, writers, marketers,
and production people pushed new lines out within a year.
Give two examples of Indian companies that have successfully implemented BPR
practices within their organization. What are the challenges that these
organizations faced during BPR? (10 marks)
Q2) Consider you are the owner of a Software company and a Restaurant Chain
has approached you to develop an ERP system for their restaurants. List down
all the requirements that the restaurant owner would have mentioned to you for
the system to be designed. Also as a Software solution provider what all
modules and sub modules would you recommend the chain to implement and
why? (10 marks)
Q3) You have been appointed as a consultant to help in the implementation of
an ERP package in a leading FMCG company with the following characteristics.
The company is multi-location, multiproduct with operations in India and abroad.
The top management team would like to explore deploying ERP, moving away
from legacy and standalone systems to an expertise wide integrated system. The
management is aware of the importance of ERP in the current competitive
scenario and is keen to implement systems. Marketing department is keen to
implement ERP as they believe it will give them competitive advantage. Finance
department is facing challenge in terms of controls and compliance due to legacy
systems. Manufacturing function is facing issues in terms of effective operations
due to legacy and manual systems. Service department is facing challenges in

managing customer complaints. Supply chain function is having challenges in
managing the supply chain due to non-availability of right information at the
right time.
a) As a consultant, elaborate on the steps that you would suggest to take for
effective implementation of the ERP package (5 marks)
b) How will you help to address the issues related to change management which
may arise due to the transition from legacy to ERP systems? (5 marks)
Enterprise Resource Planning
Q1. What are the reasons for the failure of an ERP implementation. Give an
example to support your answer.(10 marks)
Q2. Mediwave drugs limited is operating in the pharmaceutical industry with a
number of drug formulations in the form of tablets, capsules, powder and syrup.
These drugs are available to the patients on prescriptions of registered
practitioners only. Besides, the company has some over the counter products
that are available to any person without prescriptions. The company markets its
products through a network of wholesalers, who in turn have their retailer
network. The company is finding it difficult to maintain the inventory of the raw
materials, stocks that it has at its disposal. The legacy standalone systems make
it difficult for the systems to integrate with the other departments, as a result
the systems fail to capture the real market scenario. In order to streamline its
operations to achieve efficiency, the company is is planning to invest in an ERP
system. As a consultant, suggest which three modules you would recommend
the company to implement to address the current need. (10 marks)
Q3. In the mid-1980s, United Parcel Service, Inc. (UPS) was struggling for
market share with a relative newcomer to the shipping industry, Federal Express
(Fed Ex.). After only 10 years in business, Fed Ex was emerging as a formidable
player largely due to the companys culture of embracing technology as a
strategic competitive advantage in improving efficiency and customer service. In
contrast, UPS studied their processes and employed less technical changes (e.g.,
reducing physical motions in handling boxes) to shave time off their deliveries.
Fed Ex started as an air freight company and UPS as a truck delivery company
but the two increasingly desired market shares in others core business.UPS
faced the typical challenges of any shipping company. They knew that shipping
errors due to wrong address or loading the box on the wrong truck were
expensive and time consuming. Errors happened frequently on systems that
required manual data entry, and multiple systems required redundant processes
to utilize the data. Much of the product UPS handles looks similar, which allows
for picking errors. UPS phone-in-customer service received an overwhelming
number of phone inquiries each day that required time-and cost consuming
processes to locate approximate package status. They had also identified the
Internet and integrated technology as global business drivers of the future. It
was at this time that UPS decided to invest heavily in technology to drive
growth. UPS first identified their internal competencies and assets and looked for
areas that could be improved through a Strengths, Weaknesses, Opportunities
and Threats (SWOT) analysis. They found that they had an extensive
infrastructure and expertise in transportation. UPS next examined such external
factors as their customers, the emerging business marketplace, and the
competition. Traditional brick and mortar and emerging e-business all had
similar requirements: integrated information and real time connectivity. Their
customers desired the power to buy, sell and research on their own terms - not
where and when business dictated. It was clear that UPS needed to bridge the
gap between physical product or services and access to electronic information.
UPS developed an action plan that would be focused on the customer and
enabled by technology. They offered a new variety of services integrated with
core transportation functions to make UPS an invaluable part of the customers
business. They chose to centralize data in one of the two large data centers (i.e.
hubs of their IT platform.) Integration is the cornerstone of UPSs success. Since
going pubic in 1999, UPS has acquired more than 30 other companies. They
have more than 3600 IT staff with two data centers in Mahwah, NJ and Atlanta,
GA. UPS has more than 14 mainframes,2755 mid-range computers , 260,000
personal computers and 6200 servers. According to the CIO of UPS We havent
made (these acquisitions) to gain market share. Instead weve made them for
very strategic (technology ) reasons. Each time, UPS integrates old and new
services to ass value to the delivery chain. The IT department at UPS was a
critical enabler and tried to integrate the systems from a business perspective.
They installed a couple of different ERP modules from Oracle : one for the HR
functions and another for financials. By implementing the ERP UPS saved a
tremendous amount of money for the goods and services purchased from
hundereds of locations round the globe. In addition, the UPS logistics network,
which is very extensive, is rigorous because it was built on well-defined
technological standards. When UPS adds new applications, therefore, they fit
into the rest of their interconnected IT infrastructure, which doesnt tolerate
excessive waste. UPS makes sure that all the technology fits in nicely over their
architecture. In general, two factors have contributed to the successful
integration of technology at UPS: a corporate culture of open communication and
commitment to training. UPS now integrates information from more than 60,000
websites with more than 7.2 million customers making online tracking requests
daily.The sophisticated UPS IT platform offers such new softare as Package
Flow12, which identifies the packages that should be loaded on the delivery
truck first, second and so on, so that the first deliveries are in the rear of the
truck. Another software service is Trade Direct12, which allows retailers, dotcom
sites, and other enterprises to track the status of both small packages and large
freight around the globe through a single Web-based system. Management is
also committed to training whenever new technology is introduced and to

providing an environment wherea ll employees can contribute ideas for
improvement. From the customers standpoint system integration translates to
better services related to package shipping and tracking that can be easily
accessed from the UPS website, or by using software provided by UPS. If an
incorrect zip code is entered, an error message prohibits the user from
continuing the process.The system provides smartdata (e.g., identifying rural
addresses that may rewuire extra delivery time and allowing the users to change
options). It is possible to save a database of shipping addresses to auto-fill fields
for frequent receivers. The UPS integrated system platform provides real-time
communication links between packages shipped because the tracking number
date and status are immediately recorded.A clients cusomter service could
respond to an inquiry instantaneously instead of having ot acquire a tracking
number manually from shipping, trace the package and cal the cusomer back.
This puts the powet directly in the customers hands. UPS is the model for
successful integration of all the industries.
a. What are some of the system integration challenges faced by UPS? (5 marks)
b. Discuss the advantages of systems integration for UPS customers. (5 marks)
Essentials of HRM
Q1) Rajat works as an Assistant Manager in a retail outlet, of late it is seen that
his performance is much low as compared to his earlier record. The HR manager
was very concerned about the same and wanted to do a Job analysis for this
particular profile. Which all method can the HR manager use for collecting job
analysis data? Discuss any one. (10 marks)
Q2) You are the HR head of a manufacturing company, a selection procedure for
new management trainees is to be planned using assessment centre technique.
Which all methods of assessment centre technique can be used for the selection?
Elaborate any two. (10 marks)
Q3) Ananya joined as an officer in a Private sector bank through her campus
selection. She was in high spirits while joining countrys one of the leading
banks. She had expected a lot of challenge in the work whereas all she was
assigned to do in the first six months was the work of a cashier. When called for
a six months review she communicated her concern to the Branch manager who
then shifted her to the forex department.
1. Which approach to Job design has been used by the Branch manager here?
Explain (5 Marks)
2. What are the other approaches to Job design which can be used? Explain (5
Marks)
Export Import Procedures and Documentation
Q1) M S Engineering imported a consignment on CIF basis. The exporter has

sent all documents on time to M S Engineering. However the clearing dept of the
company has forgotten to file the bill of entry within the stipulated time. How do
you propose to clear this goods from the customs by giving the details of
stipulated time to custom clear, including auction plan of customs for un-cleared
goods (10 marks)
Q2) Paresh Trading has imported a consignment on FOB basis. The consignment
has been cleared by Paresh Trading and was taken to their warehouse. As it was
FOB, the importer covered the insurance of the cargo from origin port to
destination port. The vehicle met with an accident enroute warehouse from the
port. The importer filed the insurance claim and the same got rejected. Please
explain the reason for rejection of claim and the preventive measures to be
taken by the importer for their future consignments (10 marks)
Q3) An importer, who is doing the trading of imported items, has imported high
value cargo based on the orders received from his clients. Accordingly the
consignment was on the way to Mumbai Nhava Sheva port. However, a few
clients suddenly cancelled the orders due to poor market conditions. The
importer, was not in a position to force them to take the consignment. The
importer does not have sufficient funds to pay the duty to clear the
consignment. Also he has to look out for new customers to sell the excess stock.
He has approached you for a solution to clear this.
a. Please explain the method to clear this consignment without payment of duty
till he improves his financial conditions. (5 marks)
b. Can he export the unsold cargo to any other country? If yes, what is the
procedure to export from bond and what should be the invoice value? (5 marks)
Financial Accounting and Analysis
Q1) Following information is available in respect of Hardin Demand Ltd. Prepare
Cash flow statement As per AS-3. (10 Marks)
Net profit for the year
550000
Depreciation
100000
Loss on sale of machinery
50000
Decrease in stock
60000
Increase in creditors
70000
Repayment of short term loan
100000
Purchase of building
500000
Sale of machinery
150000
Interest received
26000
Loan taken for five year period
845000
Interest paid
45000
Q 2) Apra Limited is a retailer of plastic jugs. It has several retail stores across
the nation. Each city has more than one retail store and has a central
warehouse, from where the goods are delivered to each retail store of the city,
as and when order is placed by the citys store on the citys central warehouse
.Apra Limited seeks your advice on how to calculate the cost of inventories in
different stores as on Balance sheet date. For one of the fast moving item, in the
inventory , he provides with the following detail- (10 Marks)
Particulars
Rs
Average Administrative cost per unit
10
Average purchase price per unit
150
Average transportation cost per unit 5
charged by the supplier
Average lease rent (of the retail store ) 8
per unit
Average transportation cost per unit 7
charged by the local transporter for
transporting the goods from the citys
central warehouse
Average cost per unit to deliver the unit 2
to the customer
Advise Apra Limited on what cost should be included in the cost of the item to
be used as for the valuation of the stock held as on the balance sheet date.
Q3) Suppose you are one of the investors interested in knowing the performance
of P & G. Discuss,
a) The ratios which will you study to analyse the financial position and
performance of the company. (5 Marks)
b) Suppose, if you dont perform the ratio analysis exercise what can be the
consequences. (5 Marks)
Financial Accounting and Analysis
Q1: The following transactions occurred during the month for circle ltd, pass all
the necessary journal entries as at the month end and give the necessary
narration for the same (10 Marks)
Q2) Alfa Ltd is operating in different geographical areas as well as is selling five
different products in the market. Discuss how, as per AS17 on Segment
reporting, a particular component of an entity is business segment or a
geographical segment will be decided. (10 Marks)
Q3) Suppose you want to measure profitability of a concern as you want to
invest Rs 10 lacs, which you receive from your father in Law as a gift .Discuss
a) any of the ten profitability ratios and (5 Marks)
b) also discuss what relationship these ratios indicates . (5 Marks)
Financial Institutions and Markets
1. India is poised for a steady growth. The new government has introduced
many new initiatives in order to put India on the world map. Please discuss in
detail as to what these new initiatives are and what is their impact on Indian
financial system? (10 Marks)
2. Describe the various methods of issuing securities in the Primary Market.
Please throw light on the role of Primary Market. (10 Marks)
3 A) Mr. Bhaskar is an investor. It is important for investors to understand the
prospects for interest rate moves because as an investor he values a lot his
investments. What are the factors that affects interest rates? (5 Marks)
3 B) M & A Ltd wants to invest in the derivative market. Discuss about
derivatives and the characteristics of Derivatives? (5 Marks)
Indias Foreign Trade

Q1. How does Balance of Payment affect a countrys economy? What precaution
a developing country should take to control any imbalances in economies. (10
Marks)
Q2. What are Indias major challenges for WTO negotiations? What according to
you should be Indias international position as a developing nation? (10 Marks)
Q3. Recently the Government has been asking foreign investors to invest in
India thru FDI/Joint Ventures, Strategic Partners etc. As a foreign investor
interested in entering Indian market, what International Parameters you will
keep in mind to invest? Elaborate with answer on the following:
(a) FDI incentives, such as, taxation laws (5 Marks)
(b) Opportunity to build global supply chain, such as a manufacturing destination
and catering to other Asian Countries. (5 Marks)
Industrial Relations and Labour Laws
Q1. Discuss the objectives and ideologies of INTUC, AITUC and BMS. Highlight
the similarities and differences between the functioning styles of these unions.
(10 marks)
Q2. Explain the grievance handling procedure as per Industrial Disputes Act. (10
marks)
Q3. A workmen- respondent in this case was appointed as an accountant in the
appellant-company. It was submitted on behalf of the appelant that the
respondent was not a workman as per the Act, which excluded any person who
is working in managerial or administrative capacity. In fact, the respondent
himself in his reply before the Labour Court had admitted that he was handling
and dealing with other companies also and was given one scooter with fuel,
therefore he was discharging duty of managerial nature. It was submitted by the
appellant that the respondent was not entitled to back wages because he had
failed to prove that he was not engaged in gainful work during the entire period.
However, findings based on evidence implied that no managerial functions has
been assigned to him and this prompted Labour Court to pass an award in
favour of the workman. However, modification was made in the award of back
wages by reducing it by 25%. The applicant- company was aggrieved against
such order passed by Labour Court.The Court considered the submissions of the
parties and perused the reasons given in the award as well as in the impugned
order. It was also considered that it was an undisputed fact that the respondent,
who was admittedly appointed on the post of accountant, was assigned the duty
of realisation of amounts from other companies and for that purpose he was
provided with a scooter and fuel
a) Which Act can be applied to the case? Do you think that any managerial
function has been asigned to the respondent? (5 marks)
b) Should the Court interfere with the impugned order of reducing the back
wages by 25% by the Labour Court? (5 marks)
Information Systems for Managers
Q1. Consider you are the owner of a software company and a restaurant chain
has approached you to develop a software for their restaurant. From the
restaurant owners perspective what are the inputs that you will provide to the
software developer. As a developer what are the steps that you will undertake to
develop the software to ensure its success. Elaborate on the steps in detail. (10
marks)
Q2. Ranpharma drugs limited is operating in the pharmaceutical industry with a
number of drug formulations in the form of tablets, capsules, powder and syrup.
These drugs are available to the patients on prescriptions of registered
practitioners only. Besides, the company has some over the counter products
that are available to any person without prescriptions. The company markets its
products through a network of wholesalers, who in turn have their retailer
network. The company is finding it difficult to maintain the inventory of the raw
materials, stocks that it has at its disposal. The legacy standalone systems make
it difficult for the systems of different departments to integrate with the other
departments, as a result the systems fail to capture the real market scenario. In
order to streamline its operations to achieve efficiency, the company is planning
to invest in an ERP system. How would this help the company in achieving its
objectives? What are the risks in implementing the same? (10 marks)
Q3. Zara is the flagship brand of the Spanish retail group, in Inditex, one of the
superstars in the fashion retail industry in the recent years. In2005, Inditex
reported 21 percent sales growth to $8.51 billion. That puts Inditex ahead of
H&M, the world leading purveyor of cheap-chic apparel, which posted
$7.87billion in sales. Zara has more than 1000 stores in 31 countries. The
fashion industry is a special industry. The products they deal with are highly
perishable, and they are susceptible to seasons- gross margin is meaningless if
the product does not sell as planned. For many retailers, 35 to 40 percent of the
total merchandise being sold at hefty discount is quite the norm. Zara
contributes around 80 percent of group sales by concentrating on three winning
formulas on which to base its fresh fashions: short-lead time, lower quantities,
and more styles. With an in-house design team based in La Coruna, Spain, and a
tightly controlled factory and a distribution network, the company says it can
take a design from drawing board to store shelf in just two weeks. That lets Zara
introduce new items every week, which keeps customers coming back again and
again to check out the latest styles. With new styles being developed and
introduced frequently each style would provide only around $20000-$300000 of
retail sales, a far lower figure than those other retailers or brands, and certainly
not cost-efficient in terms of design and product development cost. Moreover,
Zaras success is all the more surprising because at least half of its factories are
in Europe, where ages are many times higher than those in Asia and Africa. To
maintain its quick inventory turnover, however, the company must reduce
shipping time to a minimum. The fast-fashion approach also helps Zara reduce
its exposure to fashion faux pas. The company produce batches of clothing in
such small quantities that even if it brings out a design, that no one will buy,
which happened during an unseasonably warm autumn in 2003, it can cut its
losses quickly and move on to another trend. This higher cost of product
development however, is obviously more than adequately compensated by
higher realized margins. The result is that Zara discounts only about 18 percent
of its product, which is roughly half the level of competitors. Information and
communications technology is at the heart of Zaras business supply chain.
Zaras quick response to the market, and its high speed from design table to
store shelf are enabled through four critical information related areas.First,
constant collection of information on customer needs. Trend information flows
daily, and is in turn fed into the database at the companys head office. Zara
outfits its store clerks with handheld computers to record sales and customer
comments, and then integrates the collected data with design, manufacturing,
and distribution functions. Designers check the database for these dispatches as
well as daily sales numbers, using the information to create new lines and to
modify existing ones. Thus, designers have access to real-time information when
deciding with the commercial team on the fabric, cut, and price points of a new
garment. As a result, the company can spot trends early on- a rather critical
quantity in fashion relating- and adjust stock accordingly within days.The second
is standardization of product information. Different or incomplete specifications
and varying product information availability normally add several weeks to a
typical retailers product design and approval process. Zara, however, stored the
product information with common definitions, allowing it to prepare designs
quickly and accurately, with clear-cut manufacturing instructions.The third is
product and inventory management. Its inventory management system is able
to manage thousands of fabric and trim specifications, design specifications, and
physical inventory which gives Zaras team the capability to design a garment
with available stocks, rather than having to order material and wait for it to
arrive.Zaras distribution management approach is its final advantage. Its stateof-the-art distribution facility functions with minimal human intervention.
Approximately 200 kilometers of underground tracks move merchandize from
Zaras manufacturing plants to the 400 plus chutes that ensures that each order
reaches it right destination. Optical reading devices sort out and distribute more
than 60,000 items of clothing an hour. Zaras merchandise does not waste time
waiting for human sorting.
Source: Motiwalla, Luvai, and Jeffrey Thompson. Enterprise Systems for
Management. Harlow: Pearson Education, 2014. Print.
a. Discuss the role of Zaras SCM system. Suggest how it can be improved. (5
marks)
b. Discuss the role of SCM in retail industry as mentioned in the case. (5 marks)
Integrated Marketing Communication
Q1. Explain various types of Out of Home (OOH) Media with examples. Explain
minimum two example of each OOH Media. Also, give example of failure of OOH
Media by companies. Explain your example in detail. (10 Marks)
Q2.Prepare a Kellers Brand Equity Pyramid for a product from Consumer
Durables. (10 Marks)
Q3. M/s Clean is launching a handwash with a name No Germs. The company
plans to target Urban Market as well as Rural Market. The company plans to
position its product on lower middle and poor class. The price is below the
competitors pricing so that a common man can afford hygiene at lower cost. The
company is using penetration strategy. M/s Clean appoints you as a Country
Head and asks you to prepare the presentation on below questions.
a) Which media channels you will use for the promotion of No Germs in Urban
Market? (5 Marks)
b) Which media channels you will use for the promotion of No Germs in Rural
Market? (5 Marks)
International Business
Q1. On what parameters will your company decide, which market to enter, for
your product or services? What are the Entry Modes which will be considered for
making Entry Strategy in a particular country? (10 Marks)
Q2. Explain why Procurement is a crucial decision in International Business
strategy? According to you which is a better strategy Buying Or Making- and
why? Explain with examples. (10 Marks)
Q3. If your Company decide to go for Strategic Alliance with overseas company,
what precautions you will take related to:
(a) Your Strategic Partner. (5 Marks)
(b) Your Long Term Strategy Plan. (5 Marks)
International Finance
Q1) What is International Finance. Explain the need & Importance of
International Finance from the point of view of Country, Corporate and
Individual. (10 Marks)
Q2) What are the Derivatives used in Forex Market. Explain (10 Marks)
Q3) Explain the role played by UCPDC 600 for LC and FEMA/FEDAI for
presentation of Documents between the Banks and Corporate for International
Trade Settlement.
a) Documentary Credit under UCPDC- 600 (5 Marks)
b) FEMA/FEDAI provisions for presentation of export/import documents (5
Marks)
International Logistics and Supply Chain Management

Q1. What are the major Cargo related documents for exports? Briefly describe
the specific information they are used for in an export process. (10 Marks)
Q2. What do you understand by Multimodal Transportation? Explain what are the
major modes of transportation / logistics used in your organization. (10 Marks)
Q3. According to you how has the use of Information Technology impacted
International Logistics in your company. Explain your answer on the following
parameters.
(a) The internal IT function in your company/organization. (5 Marks)
(b) The external IT function when you are dealing with outside market /stake
holders. (5 Marks)
International Marketing
Q1. M/s Kalyani is an Indian Jewelry Brand and enjoys loyalty of Indian
customers because of purity of products and transparency in all transaction. The
company now plans to enter England in United Kingdom. What are the various
parameters for evaluating this external environment? (10 Marks)
Q2. From the same case above, you are required to prepare 4Ps of Marketing
Mix for Kalyani Jewelers. The 4Ps should be for England Market. Write your
assumptions. (10 Marks)
Q3. A culture is a way of life of a group of people--the behaviors, beliefs, values,
and symbols that they accept, generally without thinking about them, and that
are passed along by communication and imitation from one generation to the
next.
a) Explain with example how the similarities and differences in culture of Japan
and India could impact multi-national operations of a company in India and
Japan. (5 Marks)
b) Explain with examples the cultural differences in Non-verbal communications.
Compare and evaluate between any two countries of your choice. (5 Marks)
Internet Marketing
1. You have a hotel and plan to do internet marketing. Describe how you will
plan your website. How will you implement SEO? (10 Marks)
2. Distinguish internet marketing from traditional marketing, giving examples.
Give an example how internet marketing needs to be integrated with the overall
marketing plan. (10 Marks)
3. You are running an online business. Explain how you could use the following
to enhance your business
(a) Online lead generation (5 Marks)
(b) Mobile marketing. (5 Marks)
Logistics Management

Q1. With majority of the products and services available online to the consumers
today, organizations are facing the issues of addressing the needs of making the
correct products and services available to the consumers in a timely manner.
Give examples of any two first mile logistics provider startups that have helped
organizations address these issues. (10 marks)
Q2. With the help of the following decision domains of location, warehousing,
inventory and transportation explain how any one Indian organization (e.g. Big
Bazzar, Shoppers Stop or any other) manages its logistics operations. (10
marks)
Q3. M&M is a top retailer in India. With its rapid inventory turnaround time, its
existing paperbased manual system proved to be cumbersome as volume
increased in the companys distribution centers. Workers charged with data
collection filled numerous orders per day at a fast pace, which increased the risk
of human error very early in the supply chain. Sales managers also rushed
between offices and distribution centers to check stock/delivery status, taking
their focus away from sales and customer service. And warehouse controllers
spent extra time on manual book-keeping to ensure data accuracy. The company
recognized the direct impact these inefficient business processes were having on
sales, customer service and productivity. As a result, M&M invested and
improved their warehouse management system using mobile computing
technology.
a. What are the advantages that a company can accrue with the installation of
mobile computing devices? (5 marks)
b. What are the benefits of Warehouse management systems? (5 marks)
Management Theory and Practice
Q1: There have been arguments in favor of management as an art, management
as a science or management as a profession. What is management according to
you? You are not allowed to take a stand that says that management is
combination of art, science and profession. (10 marks)
Q2: You have started a business organization which aims at opening up a chain
of laundries across the city of Mumbai. Explain how you would use information
technology in your business. (10 marks)
Q3: You own a retail store having outlets all over India. You have started facing
tough competition from online retail companies, not only from India but also
from abroad. Now, you are planning to make a strategic shift in the major
functions of your business organizations for which you will have to make strong
decisions in your company. In this background, answer the following questions.
a) What will be the premises on the basis of which you will make these strong
decisions? (5 marks)
b) Do you think it is possible for a decision maker to be totally rational in the
process of decision making? (5 marks)
Manpower Planning Recruitment and Selection
Q1. Pritam works for a software firm but is hugely involved with different NGOs
which work for the education of underprivileged kids. He has plans for leaving
his present job and working full time for these kids either by joining a NGO or
starting up his own. What do you think his Career Anchor is? Discuss the same
along with two more career anchors which people could have. (10 Marks)
Q2. Rural Bank Pvt Ltd is a private bank where you have been appointed as a HR
head. Looking at the current scenario you feel that Balance score card can be
introduced to appraise individual employees as well as the branch itself. You
have to convince the management to adopt Balance score card by explaining all
the four quadrants of it. Discuss (10 Marks)
Q3. Ready Solutions is a manufacturing firm which is rated very high in
employee satisfaction survey. It is said that since career planning is practiced in
the organization which helps the employee remain motivated and hence the high
satisfaction level. Discuss:
a. Career planning and the entire process (5 Marks)
b. Discuss the benefits which Ready solutions as well as the employees working
there could reap. (5 Marks)
Marketing Management
Q1. Explain the 4Ps of Marketing Mix with reference to any mobile of your
choice. (10 Marks)
Q2. Assume you want start a new company which will sell shoes to the higher
middle class consumer of India. What elements of external environment that you
will need to study before you start the business? Explain with reference to the
shoe industry. (10 Marks)
Q3. You have been appointed as a Marketing Manager with a company that
manufactures Refrigerator. The company sells refrigerator in all the metro cities
of India. The company now plans to extend the product line with the launch of
Washing Machine.
a) You have been asked to decide the Brand Name, Product unique features,
pricing, distribution and promotion for the new washing machine. Explain with
reason. (5 Marks)
b) You have been asked to design the Segmentation, Targeting and Positioning
for the New Washing Machine. (5 Marks)
Marketing Research

1. You want to understand the customers experience in a hotel and want to use
qualitative research methodology. Explain any four methods available for
qualitative research. (10 marks)
2. A company is planning to do research on new deodorant targeting youth. They
want you to do the sampling of under-graduate students in Mumbai. How will
you ensure randomness in the process of sampling? (10 marks)
3. You want to know whether the demand of a particular model of shampoo
brand is dependent on age and/or income.
a. Design a suitable questionnaire. (5 marks)
b. Justify the categories in age and income. (5 marks)
Marketing Strategy
Q1. Prepare a SWOT analysis for any company of your choice. Also, elaborate on
the points mentioned in SWOT. (10 Marks)
Q2. M/s Smart and Beautiful is an International clothing company having its
presence in 13 countries, it plans to sell branded clothes in Indian Market. The
company hires you to study the market for new Business. Explain competitive
analysis using Michael Porters Five Forces Model in this case. (10 Marks)
Q3. M/s Parampara sells two types of Soap in Indian Market i.e. Subah and
Savera. Subah is a market leader from last 10 years, but recently is facing tough
competition with new competitors. Subah is sold at lower price and that is one of
the prime reasons that they have maximum market share.
Savera has been the launched as a Market challenger to give competition to new
products from competitors.
a) Which market leader strategy you will adopt for Subah Brand? Explain in
detail. (5 Marks)
b) Which market challenger strategy you will adopt for Savera Brand? Explain in
detail. (5 Marks)
Operations Management
Q1: With the recent advent of the so-called "Chinese made" cheaper products,
there is a lot of strategic pressure on established companies to compete with
these cheaper substitutes as well as maintain quality at the same time. Also
there is a recent trend amongst consumers for "first copy/ duplicates" of
branded products. Why do you think that these so called "Chinese
manufacturers" are able to make products cheaper than most available? Also
how do you think can competing and maintaining quality be achievable for
companies for original branded products like Cadbury, Rayban, etc to tackle the
other duplicate products? (10 Marks)
Q2: List down briefly the various inventory management techniques prevalent in
the industry. Discuss how some of these techniques would be applicable to a
Medical Store in effective management of their inventories, i.e medical supplies.
(10 Marks)
Q3: ABC Ltd is a leading corporate in India in the Textiles. After an extensive
research by their Marketing department they found out they should diversify into
Foods &Beverages. The top management decided to get in the manufacturing of
a coconut flavoured soft drink and a coconut flavoured milk based drink.
Pumping capital in the venture into the business is not a major concern for the
company as they have many regular investors on hand. The company would like
to have a major presence with a pan India distribution network.
a) Do you think the idea of getting into the business of a coconut flavoured
drinks a feasible business/product on for a textile manufacturing company? Give
your views with reasons. (5 Marks)
b) Assuming that the business idea would have a very encouraging response,
suggest a suitable plant location to set up the beverage manufacturing. Give
reasons for the same. (5 Marks)
Q1. Discuss the various Legal and Environmental Issues faced by the well-known
Tata Motors with reference to their plant set up in West Bengal. What Tata
Motors or any such company should have done to avoid such issues.
Q2. Discuss in brief the various technique to achieve Total Quality management.
Also discuss how will the concepts of Six Sigma and 5-S methodology be
applicable and implemented in a Hospital/ Medical facility. Discuss with an
example if any possible.
Q3. ABC Ltd is a startup venture by a few young entrepreneurs. They want to
start a mobile food van to be located outside/ near a school/ college. They have
decided to start the setup in a customized vehicle of a size similar to that of a
mini truck. As a management consultant, please advice them on the following
queries that they have.
a) What should be their typical menu on offer be? Give reasons. (Consider that
the items on offer should not be too many considering that only 3-4 people will
be managing the business). Give an approximate bill of material for the items
listed on the menu. (5 marks)
b) Should they be offering the item with an option of (i) being served on the
spot and/ or (ii) in pre-packed form and also at what times would the same be
on offer. Discuss this with reference to any inventory model concept that you
must have studied. (5 marks)
Q1. Discuss the various Legal and Environmental Issues faced by the well-known
Tata Motors with reference to their plant set up in West Bengal. What Tata
Motors or any such company should have done to avoid such issues. (10 marks)
Q2. Discuss in brief the various technique to achieve Total Quality management.
Also discuss how will the concepts of Six Sigma and 5-S methodology be
applicable and implemented in a Hospital/ Medical facility. Discuss with an
example if any possible. (10 marks)
Q3. ABC Ltd is a startup venture by a few young entrepreneurs. They want to
start a mobile food van to be located outside/ near a school/ college. They have
decided to start the setup in a customized vehicle of a size similar to that of a
mini truck. As a management consultant, please advice them on the following
queries that they have.
a) What should be their typical menu on offer be? Give reasons. (Consider that
the items on offer should not be too many considering that only 3-4 people will
be managing the business). Give an approximate bill of material for the items
listed on the menu. (5 marks)
b) Should they be offering the item with an option of (i) being served on the
spot and/ or (ii) in pre-packed form and also at what times would the same be
on offer. Discuss this with reference to any inventory model concept that you
must have studied. (5 marks)
Organisation Culture
Q1. It is said that Organisational culture cannot be built in a single day, it starts
from the inception of the organisation and keeps on evolving throughout. The
effort of the top management is paramount for developing an organizations
culture. Based on the statement discuss the step involved in the creation of a
culture. (10 Marks)
Q2. William Ouchi, a management professor who developed theory Z which is
said to be the hybrid of the western management system & Eastern
management system (specifically Japanese) focuses that the effectiveness of
any organization depends upon the level of humanism present. Critically
evaluate the above statement by giving a clear description of its features. (10
Marks)
Q3. You have recently joined an organization as the VP-Operations. Within a
short span of time you see that the employees work in silos and do not
communicate much with each other. You want to bring a change in order to have
a close knitted team and increase the productivity
a. How would you bring in such a change? (5 Marks)
b. What would be the role of communication in change? (5 Marks)
Organisational Theory structure and Design

Q1. Culture is said to be the essence of an organisation and it (culture) is
established in different levels. In order to understand the culture of any
organisation we should be well aware of the levels of the Organisational culture.
Discuss the cognitive levels of the organizational culture to validate the
statement. (10 Marks)
Q2. Ram joined the purchase department of a construction firm in 2000 when all
the operations were done manually. Now the company is adopting a new
software which will ease the process, save time and reduce errors. Ram is
resistant of using new software for the purchase department, he finds it to be a
hassle. Discuss in detail what could be the probable reasons of Rams resistance
to change? (10 Marks)
Q3. Organizations are often compared to a system since here also we have
different components who are some way or the other related to each other and
in order to achieve organisations objective they have to interact. Based on this
statement discuss
a. The different components of the organization (5 Marks)
b. The elements of Ms. Kinseys 7 S framework (5 Marks)
Performance Management System
Q1. Ratan Modi is the Managing Director of Orange Mobile Solutions. The
company has been growing rapidly since the past 5 years. Ratan now believes
that innovation and competitive advantage will be the foundation for the
organizations future exponential growth. Ratan is exploring to implement the
Balanced Score Card at Orange Mobile Solutions. Would you consider the
Balanced Scorecard as an effective tool to drive innovation at Orange Mobile
solutions ? How can the Balanced Scorecard enhance performance ? (10 marks)
Q2. Rishika is a new mother and has resumed work after maternity leave. She is
struggling to cope with her work. The initial one year she barely managed to
meet her targets. In Year- 2 the mid-year performance review process has just
been completed and Rishikas performance has dipped further. Her team
members feel that she is pulling the team down and have asked the Team
Leader Akshay to transfer Riskiha to another department. Akshay has faith that
Riskiha can improve. He decides to have a coaching conversation to help Rishika
to improve her unsatisfactory performance. What is the guidance you will
provide to Akshay to ensure that he has a meaningful coaching conversation
with Rishika and achieves a successful outcome. (10 Marks)
Q3. Ahuja Industries is in the construction business focusing primarily on the
residential sector. The company has been in existence since 2009. The company
functioned as a family run business and did not have an HR department till
2014. Mohan Khatri joined as HR Head in 2014 and commenced the journey with
elementary HR practices. Mohan thinks the company is now ready to implement
a Performance Management Process.
a) What are the challenges that Mohan may come across in implementing the
Performance Management process at Ahuja Industries? (5 marks)
b) What proactive steps should Mohan take to overcome pitfalls in the
Performance Management Process? (5 marks)
Project Management
Q1. As the Beagle Probe Mars probe, designed jointly by the European Space
Agency and British national Space Center, headed to Mars in December of 2003,
contact was lost and it was never heard from again. In retrospect, it appears
that inadequate project planning and re-planning was to blame. Excessive
pressure on time, cost and weight compromised the mission right from the start.
With insufficient public funding, the design team had to spend much of their time
raising private funds instead of addressing difficult technical issues. In addition,
late changes forced the team to reduce the Beagles weight from 238 pounds to
132 pounds! And when three airbags failed to work properly in testing, a
parachute design was submitted but inadequately tested due to lack of time. A
review commission recommended that in the future: requisite financing to be
available at the outset of a project, formal project reviews be conducted on a
regular basis, milestones should be established where all stakeholders reconsider
the project, expectations of potential failure should be included in the funding
consideration, robust safety margins should be included for uncertainties. What
should the project manager have done about the challenges facing the project?
(10 marks)
Q2: Describe all the phases of project lifecycle with a suitable example. (10
marks)
Q3. Colin Shaw has been tapped to be an accounting project manager for the
second time this year. Although he enjoys the challenges and opportunity for
personal development afforded to him as a project manager, he dreads the
interpersonal problems associated with the position. Sometimes he feels like a
glorified personal baby-sitter handing out assignments, checking on progress
and making sure everyone is doing on her fair share. Recently Colin read an
article that recommended a very different approach for project managers in the
supervising and controlling team members. Colin thought this was a useful idea
and decided to try it out on his next project. The project in question involved
making a decision to implement an activity based costing (ABC) system
throughout the organization. Colin had once been a manager in charge of
implementing a process costing system in the same division, so he felt very
comfortable about his ability to lead the team and resolve this question. He
defined the objective of the project and detailed all the major tasks involved, as
well as most of the subtasks. By the time the first meeting of the project took
place, Colin felt more secure about the control and direction of the project than
he had at the beginning of any of this previous projects. He had specifically
defined the objectives and tasks for each team member and had assigned
completion date for each task. He had even made up individual contracts for
each team member to sign as an indication of their commitment to completion of
the assigned tasks as per schedule dates. The meeting went very smoothly, with
almost no comments from team members. Everyone picked up a copy of his or
her contract and went off to work on the project. Colin was ecstatic about the
success of the project.
a. Do you think Colin would feel the same way six weeks from now? Justify your
answer. (5 Marks)
b. Compare his approach with the previous one. (5 Marks)
Services Marketing
Q1: An internationally acclaimed Salon has set up its services at the well-known
5-star hotel and has been operating for the past six months satisfactorily. It
offers basic salon services to both male and female clients in separate sections.
It has a steady flow of regular customers, walk-ins, hotel guests and special
customers. It now wants to develop and design, new offerings adding to the
basic services it offers. These new services that are to be added will have to be
tailor made to suit the weather, skin type, hair type etc. To create the new
offering the team comprises of marketing manager (that is you), a financial
manager and an aesthetician. What will be your suggestions to create the
service concept and package besides blue printing the service offering? {10
Marks}
Q2: Bakers-Inn has been recently started by a graduate chef. It bakes assorted
cakes. The array of goodies it offers is assorted cakes, seasonal cakes and
assorted breads n pizzas. On some days the owner found that certain products
sold more while during certain months seasonal products sales were high. While,
some festive months egg products sold more and few days eggless products
were purchased more. As a student of marketing how will you streamline (a) the
demand and supply mismatch (b) manage capacity of cakes, seasonal cakes and
breads n pizzas, put in order the systems and process while doing this crafting a
service environment for the products of Bakers-Inn? {10 marks}
Q3. Caselet
The real estate road has been dimly lit for the past year. One look at the real
estate report shows statistics or number dont lie. The demand for housing has
seen a dip and the sector has sluggish sales.
The sector is plagued with number of challenges such as, raising funds for real
estate projects, Foreign Direct Investments (FDIs) has seen a decrease in last
financial year. Input cost have risen due to inflation, financing cost had increased
for developers hence prices have gone above buyers range resulting number of
unsold units, wide gap in demand and supply for economically affordable homes.
The industry needs to have a look beyond the IT and ITES sector for commercial
office spaces, speculation in land and property prices, land encroachment, lack
of regulations combined with lack of transparency adding to the growing
concerns. The value chain of this sector is spread over 3 to 5 years and four
components such as conceptualisation, planning & design, development and
handover and maintenance. As said, 3 to 5 years depending on size, scale,
location and type of development. The strength of the sector is in its
transformation of urban landscape, growth of sector thereby supporting high
economic growth, regulatory and tax reforms, rising disposable incomes and
urbanization. The growth of the sector will bring visible transformation like
increased scale, development of new operating models (leasing and rentals),
introducing corporate, new regulations, advancement in technology and newer
funding sources as well as new product offering.
Along with the strengths and challenges the builders and realtors have to
grapple with the expectations of the stakeholders and government. In view this,
discuss and debate on
Q3 (i) As a part of the Builders Marketing Team discuss the financial scenario of
Real Estate sector/industry? (5marks)
Q3 (ii) From the perspective of international realtors gauge the economic
scenario of the Indian Real Estate sector? (5marks)
Social Media Marketing and Web Analytics
1. You want to start social media marketing for your company dealing in books.
What are your options in pricing strategies? (10 marks)
2. You have started analyzing your marketing data from the web using a tool
such as Google Analytics. Explain what metrics could you use? (10 marks)
3. Answer in brief:
A) Differentiate between off-site and on-site web analytics, giving one example
of each. (5 Marks)
B) How is SEO done using Google Webmaster? (5 marks)
Strategic Cost Management
Question 1:
Due to increased demand, the management of Schweppes
Beverage Company is considering to purchase a new equipment to increase the
production and revenues. The useful life of the equipment is 10 years and the
companys maximum desired payback period is 4 years. The inflow and outflow
of cash associated with the new equipment is given below:
Required: Should Schweppes Beverage Company purchase the new equipment?

Use payback method for your answer.
Question 2: During a recent Management meeting, a newly recruited trainee
referred to a tool called Balance Scorecard. The team got excited and asked the
trainee to briefly explain what Balance Scorecard is? You being the new trainee
thus expected to discuss what Balance Scorecard is?
Question 3(a) M and M Co. Ltd. has frequent production shutdowns during the
last few months, leading to huge financial losses. During the meeting last month
the Operations Director has pointed out that lack of maintenance has resulted in
this situation. The Plant In-charge has asked your help. Please discuss in brief
the types of Maintenance to avoid such a situation. (5 Marks)
Question 3(b) A venture capitalist is planning to invest in a start up with a
promising returns but with a long gestation period. However he is concerned if
he will be able to recover his money in short time frame. Someone has
suggested to use Payback as a criteria to evaluate the proposal. Discuss in brief
the advantages of Payback Period criteria as a technique of evaluating
investment proposal. (5 Marks)
Strategic Financial Management
Question 1: A company needs Rs.12 lacs for a new factory which would yield an
EBIT of Rs. 200,000 annually. The company believes in maximizing the earnings
per share to enhance shareholder value. It is considering the possibility of
issuing equity shares plus raising a debt of Rs.200,000, Rs.600,000 or
Rs.1,000,000. The current market price of the shares is Rs.40 per share which is
expected to drop to Rs.25 per share if the borrowings were to exceed

Rs.750,000.
Cost of borrowings is as under:
Upto Rs.250,000
10% p.a
Between Rs.250,001 and Rs.625,000 14% p.a
Beyond Rs.625,000
16% p.a
Tax rate is 50%. Work out the EPS that will meet the objective of the
management. (10 Marks)
Question 2: Discuss in brief the Principles of Capital Budgeting. (10 Marks)

Question 3: (a) During the last few years, Mergers & Acquisitions have become a
preferred route to have inorganic growth some have succeeded whereas some
have failed. Various reasons have been put forth as an argument to justify M&A
as a route to growth. Briefly discuss the reasons behind M & A.
(5 Marks)
Question 3(b): Dividends have been a great source of price manipulation in the
stock markets, especially one time big dividends push the share price through
the roof. However, MM has a different opinion making dividend irrelevant. What
are the assumptions of MM hypothesis of irrelevance of dividends.
(5 Marks)
Strategic Management
Q1. As CEO of a company, how will you explain to your employees the Need of
Globalization? Explain what will be the major Challenges your Company will face
if it decide to go Global. (10 Marks)
Q2. Briefly explain the effect of the Mc Kinsey Framework, if it is implemented in
your organization. Why do you think that it will have positive changes in your
organization? (10 Marks)
Q3. Recently a Noodle Making Company was banned for some time, due to high
content of Lead Component. What will be your strategy as a CEO for the
following?
(a) How would you handle crisis and stakeholders during the banned period? (5
Marks)
(b) What long term strategic changes will you like to bring in your company,
from the learning from the incident? (5 Marks)
Supply Chain Management
Q1. Advancements in technology have led to the sophistication in Supply

Chains. Mention two examples of organizations that have achieved this. (10
marks)
Q2. In modern retailing it is the supply chains that compete rather than
companies. Support this statement by giving two examples of supply chains in
the Indian context. (10 marks)
Q3. With the Republic Day around the corner, Big Bazaar has announced Sabse
Saste Din offer wherein it is offering products at rock bottom prices. Tempted
by the attractive prices, Mr. Pandit decides to stop over at Big Bazaar outlet
before going back home. When he arrives at the outlet, he discovers too many
appealing deals, and as a result shops much more than what he would have
expected. When Big Bazaar launched this scheme in 2006, they sold goods
worth Rs. 260 million. Encouraged by the response, they ran the scheme for
three days in 2007. During this three day period, approximately six million
people visited the stores. The 43 outlets of Big Bazaar sold goods worth Rs. 1.25
billion. A total of 108 thousand bed sheets, 30,000 cell phones and 11,000
pieces of apparel were sold. There were reports that the company had to shut
down many of the outlets as they had not anticipated the customer response
and the stocks of several popular items had been exhausted. Predicting the
demand for such schemes is always a tricky job.
a. How do you think Big Bazaar can forecast better to avoid stock-outs in this
case? (5 marks)
b. Do firms that forecast correctly rely on cross-functional as well as crossorganizational trust? (with suppliers and distributors) Give an example to
support your answer. (5 marks)
Taxation Direct & Indirect
Q1. As a tax advisor, explain the various deductions available to an Individual
u/s 80 of the Income tax Act. (10 Marks)
Q2. Ascertain the head of taxability of the incomes and give reasons for the
same (10 Marks)
Dividend of Rs.84,000 received by Mr. Raja from an Indian company.

Lease rent of vacant plot of land of Rs.52,200 received by Mr. Kumar.
Rs.8,400 won by Mr. Shan from a crossword puzzle.
Rs.2,52,000 received by Mr. Kumar from his friends on his wedding
anniversary.
Rent of building let out along with certain amenities of Rs.1,52,000
(Rs.1,00,000 pertain to rent of building and Rs.52,000 towards other
amenities) received by Mr. Subham.
Compensation amounting to Rs.1,25,252 received by Mr. Sohil from the
Government for compulsory acquisition of Industrial land.
Interest of Rs.8,252 received by Mr. Sahil on a bank deposit.
Compensation of an amount of Rs. 1,35,000 received from Employer
Fees of Rs 1,45,000 received from one of the client for winning a case in
Income tax.
Interest of Rs.3,500 received on refund from tax authorities
Q3. Explain the following:

a. The definition of Income is not restricted to the Actual Income received or
accrued during the previous years but goes beyond and includes Deemed
Income also. Explain the same with suitable examples. (5 Marks)
b. Explain the importance of FORM C, FORM D, FORM E1 and FORM F under the
Central Sales Tax Act. (5 Marks)
Taxation - Direct and Indirect
Q1. Mr A suffered heavy losses in the previous year under the head of Business
profession as well as in the share market. As a consultant, advise him the
process of Carry Forward and Set Off of Losses in Subsequent years. (10 Marks)
Q2. As a tax advisor, explain the various exemptions available to Salaried
Individual u/s 10 of the Income Tax Act. (10 Marks)
Q3. Solve the following:
a. Rajesh a British National is a Resident & Ordinary resident in India during the
previous year 2013 -14. He owns a house in London, which he has let out at
10000 GBP per month. The municipal taxes paid to the Municipal Corporation is
8000 GBP during the previous year 2013-14. The value of one GBP in Indian
Rupees to be taken is 82.50.
Compute the taxable Income of Rajesh for Assessment year 2014-15 (5 Marks)
b. The definition of capital asset does not include the stock in trade, personal
effects of movable nature, agriculture land situated in any part of India. What is
your opinion on the above mentioned statement? Elaborate. (5 Marks)
Total Quality Management
Q1a. Given below is the activity cost per annum for a small production unit.
Calculate the % cost on various quality cost classification on the total cost. State
your observation and comment on the areas of improvements. (5 Marks)
Design engineering
Rs 55,000
Disposal of rejected materials 160,000
Finished goods inspection
140,000
Materials inspection
70,000
Preventive maintenance
80,000
Processing customer returns
150,000
Disposing of scrap
195,000
Assessing vendor quality
45,000
Rework
Warranty work
Total activity cost
380,000
225,000
Rs1,500,000
b. In your opinion should the organization spend more on cost of good quality or
cost of poor quality? Explain with reasons/examples. (5 Marks)
Q2. a. Choose a problems in your work area and explain how you will use cause
and effect diagram to identify the causes for the problem. (e.g. problems can be
high absenteeism, low productivity, increase in accident rates etc.) (5 Marks)
b. Draw a flow chart for making tea which involves the following activates and
decisions. .
a. Boil water b. Add tea leaves c. boil for 5 min d. filter e. Add milk (if required)
f. add sugar (if required) g. pour in the cup (5 Marks)
Q3.a. You are appointed the Management Representative of your organization to
implement ISO 9001. Explain the steps you will take to successfully get the ISO
certification for your organization. (5 Marks)
b. Two ISO certified organization make same product, will they have same
product quality? Explain your answer.
Advanced Supply Chain Management
Q1. The objective of supply chain management (SCM) is to remove time and
cost from supply chains, improving profitability and/or competitiveness. Most
applications and benefits have resulted from alliances between large retailers
and large packaged goods vendors. Firm-size implications are important. While
small and mid-sized growers may find the cost to be high the innovation of
logistics provided by outside suppliers is an alternative. Discuss specific
applications of SCM in the produce industry, with emphasis on factors such as
perishability and production variability. Explain how to incorporate outsourcing
into your business. (10 marks)
Q2. An automobile manufacturing companys planning considers the total
number of cars planned for the individual models, colours, or options which
results often in high inventory and cost of production. As they are unable to
match supply and demand, planning proposes to use aggregate planning.How do
you think aggregate planning can help them? What are the options for situations
in which demand needs to be increased in order to match capacity? (10 marks)
Q3 a. Once the make-or-buy decision has been made, explain the next step to
decide on sourcing. (5 marks)
Q3 b. The past few years have witnessed the rapid growth in business process
outsourcing, to areas such as manufacturing and product design. The goal then
was often largely restricted to achieving operational efficiencies. Do you think
that organizations should now move from tactical to strategic outsourcing?

Explain with reasons and examples (5 marks)

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